Director, Channel Development

Abbott is a global healthcare leader that helps people live more fully at all stages of life. Our portfolio of life-changing technologies spans the spectrum of healthcare, with leading businesses and products in diagnostics, medical devices, nutritionals and branded generic medicines. Our 114,000 colleagues serve people in more than 160 countries.

JOB DESCRIPTION:

Abbott Point of Care (APOC) is a global leader in providing critical medical diagnostic and data management products for rapid blood analysis that are intuitive, reliable, and cost-effective.  Our i-STAT System is an advanced, portable diagnostic tool that provides real-time, lab-quality results within minutes to accelerate patient-care decision-making. The i-STAT System has the industry’s most comprehensive menu of tests in a single bedside platform, including tests for blood gases, electrolytes, chemistries, coagulation, hematology, glucose, cardiac markers and traumatic brain injury (TBI). By delivering lab-quality results in minutes, our i-STAT System fosters a collaborative, patient-centered environment while driving improved operational performance.

Our US Commercial Organization has a remote opportunity for a Director, Channel Development. This role will be responsible for building new commercialization channels to rapidly accelerate the adoption of the i-STAT TBI and i-STAT hs-TnI tests.  The position reports to the DVP, US Commercial Operations and sits on the US Commercial Leadership Team.  The role requires up to 60% travel.  Strong leadership and collaboration skills are needed for cross departmental interactions with sales leadership, the sales team, contracts & pricing, marketing, medical affairs, field support services, commercial excellence, and operations. 

ATTRACTIVE FEATURES OF THIS ROLE AND DIVISION

• Small Company Feel, Large Company Stability—gain the benefits of working in a successful, smaller affiliate while enjoying the stability of working for a division within a large, stable and growing multi-national health care company
• High Visibility—the role regularly interfaces with APOC and RMDx Senior Management
• Attractive Compensation/Benefits—a highly attractive compensation package featuring strong bonus and long-term incentive plans
• Company Culture—a collegial culture focused on supporting the clinical decision making for vulnerable patient populations
• Career Development—the successful candidate will receive career development opportunities leading to General Management

WHAT YOU’LL DO  

• Accelerate the new product launches of Abbott Point of Care including the i-STAT hs-TnI (high sensitivity troponin I) and i-STAT TBI (traumatic Brain Injury) tests.  This acceleration will focus on the Zero-billing emergency department accounts (ZBA-EDs) while other Abbott Point of Care US sales team members are focused on existing ED accounts driving conversion of cTnI to hs-TnI, TBI adoption and Blood Gas conversion.  
• Build, lead and manage all aspects of a contract selling organization to rapidly expand the reach and adoption of emergency departments, FSEDs, Urgent Cares, and other emergency medicine sites of service
  • Target organization will have 150-250 selling professionals split between Acute Care representatives, laboratory representatives, capital representatives and enterprise accounts roles
  • At initiation, this role will have zero direct reports, but as momentum is built, field based distribution coordination is expected on a regional and district level – potentially leading to a team of up to 25 individuals
  • Frequent coordination & influence with APOC US Commercial team members at all levels will be required to ensure price consistency, aligned enterprise accounts strategies, and coordinated customer selling & service approaches. 
• Develop new channels for selling into non-traditional diagnostic sites of service including professional and collegiate athletics, first responder support and care (EMS, police, fire), local government strategies, etc.   
  • Cross functional influence and coordination needed with sales training, inside sales, distribution management, marketing, field support services and the rest of the selling organization
• Forecast and deliver sales projections for any new channels that are built including the contract selling organization requiring tight coordination with finance, demand planning, commercial excellence, and customer service. 
• Build and execute novel strategies for market access, consumer awareness building, advocacy engagement, KOL engagement, etc that incorporate learnings from other businesses and divisions to ensure successful adoption of our breakthrough technology
• Identify and evaluate business development opportunities (e.g., co-promotions with other manufacturers, partnerships with professional organizations)
• Identify key business questions/issues, formulate hypotheses, collect data necessary to evaluate the hypotheses, perform analysis and summarize conclusions/ recommendations with minimal guidance
• Support US Commercial Leadership in the development and delivery of business reviews
• Travel up to 50% of the time, supporting the TBI or hs-TnI sales process, overseeing local program execution, engaging with customers and field personnel.
• Deliver proactive, transparent, and effective communications cadence to ensure timely sharing of information with the executive leadership teams, product teams, and matrix stakeholders.
• Supervise and mentor staff, proactively supporting their professional development
• Engage and manage external consultancies and agencies as appropriate
• Participate in sales meetings, training and industry trade shows 

The base pay for this position is

In specific locations, the pay range may vary from the range posted.

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